• Sales Development and Prospecting: Research, identify, target, and pursue high impact Partners that meet our ICP selection criteria • Lead Management: Quickly engage with inbound leads from marketing campaigns, qualifying prospects and identifying opportunities to close deals • Solution Selling: Conduct discovery calls / meetings to understand each prospective Partner’s unique needs and use cases tailoring Nift’s solutions to meet their desired goals • Deal Negotiation: Lead negotiations, including pricing and contract terms, to secure mutually beneficial agreements that align with the Partner’s goals and Nift’s growth objectives • Relationship Management: Manage multiple and complex stakeholders under tight deadlines, Build strong strategic relationships with decision-makers at RMNs / CMNs, become a trusted advisor. • Sales Pipeline Management: Drive new logo acquisition, develop and maintain a robust pipeline, providing accurate updates, forecasts and reporting progress toward acquisition targets. Understanding the client needs and deep stakeholder management • Cross-Functional Collaboration: Work closely with teams in marketing, client success, data science and operations to ensure smooth Partner onboarding, pilot launch and ongoing success • Market Insights: Become a category expert for Nift. Stay current with industry trends, competitive landscape, and market shifts to continuously refine sales strategies

• Do you want to take the next step in your career and expand your professional growth opportunities in a rapidly growing company? If you are highly motivated and a self-starter who wants to wake up in the morning, roll-up your sleeves and make a tangible difference in a global security company, then this role is for you! • We are looking for a Director of Strategic Partnerships to join our team of professionals. • Direct partner field sales - work with strategic and focused assigned territory partners to develop and progress pipeline; setting up meetings with partner and DeepSeas Field Sales and solution architects. • Maintain and expand relationships with Partners by establishing Partner Relationships Plans which include Bi-Directional Lead and Closed Deal Targets. Plan should include participation in both Internal “Training” events and External “Customer” events including Virtual & Physical. • Support Sales and Delivery in establishing relationships between Partner organizations within the geographies and territories to facilitate joint sales, delivery, and marketing success. • Support Sales, Product and Marketing Teams on obtaining sales & marketing artifacts such as Data Sheets, Use Cases, References, etc. that can be included in proposals, social media post, events, etc. • Organize and deliver, through Sales Enablement session, mindshare and wallet share of new and existing partners, leveraging your own abilities to train and enable partners on the DeepSeas portfolio and bringing in DeepSeas SMEs for further discussions. • Facilitate the onboarding of new partners and build successful relationships. • Organize and supervise the online training for partners. • Implement the DeepSeas partner program roles of recruiting, onboarding, enabling and activating partners. • Conduct partner business plans with top 20% of your territory partners and always keep an eye on the successful development of all of your partners. • Create relevant forecasts and define concrete measures to ensure targets are achieved. • Identify, Assess and Develop new Technology and Lead Generation partnerships in support of business growth and market expansion strategy / targets. • Internally, you will work with teams such as Sales or Marketing. Externally, you will represent the company as a personal contact person. • Equally Share in the assignment of Channel Partner Team Quota****

• Work with multiple strategic accounts simultaneously, building relationships and expanding the Coralogix footprint within these organizations. • Maintain and develop an active pipeline of forecasted opportunities to meet quarterly quota objectives. • Drive pipeline velocity activities, including customer references, completing quotes, contract preparation, and execution. • Work with our Technical Account Managers, Strategic Account Executives, and Solutions Engineers to plan, prepare, and execute deals in complex and technical sales cycles. • Analyze customer business needs, identify strategic partnership opportunities, and develop strategies to ensure customer growth, satisfaction, and retention. • Deliver clear messaging and presentations and communicate the platform's uniqueness and the problems it solves. • Manage the business aspects of the entire renewal cycle. • Drive customer adoption/usage data, executive relationships, customer health, and other key data and trends, working with Customer Success to proactively address factors that could threaten a renewal. • Know the Observability market well. Educate and enable customers to learn about Coralogix's advantages.

• Meets or exceeds established sales budget for systems and parts in the assigned territory • Develops and implements a territory sales plan • Travels to customer locations regularly and spends majority of time visiting customers • Maintains and develops relationships with top consumer electronics companies • Provides application development and technical support • Provides on-site technical support directly to customers of Nordson Adhesive Dispensing Systems.